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March 15, 2018 @ 7:00 am - 9:00 am PDT
It’s a “Deciding” Journey – Not a Buying Journey
The “buyer’s journey” implies a linear, predictable set of activities that take place between prospecting and purchasing. But there’s really nothing linear about buying and selling today. What you are dealing with isn’t so much a buyer’s journey but a decider’s journey, an ongoing series of decisions your prospects and customers need to make to be successful.
Join Tim Riesterer, co-author of The Three Value Conversations, as he explores original research covering the most pivotal situations in the decider’s journey, plus the messaging and skills that are tested and proven to help you meet the specific demands of these moments.
You’ll learn how to address the most critical questions your prospects are asking—and get brand new research on the most effective approach to upsell and cross-sell discussion. Learn how to answer these key questions:
- Why Change?/Why You? Defeat status quo bias and distinguish your solutions
- Why Now? Create the urgency to buy now by making a business case that meets executive-level standards
- Why Stay?/Why Pay More? Increase customer renewals and expand the scope of your customer relationships
- Why Evolve? Capitalize on significant upsell opportunities by convincing customers to migrate to higher-value solutions and services